Understanding Needs of a Company for Sales

Hello ! Friends. Welcome to Learn Vern.…

In the previous topic ,as we have discussed about three topics in “Pursuing Sales Career” which are “Types of Sales Career Offers” , in which,sales careers you can get different offers and how you can choose your own line.

You have understood which line to choose and why to choose.

Fears. If we pursue Sales lines, then what are the fears that are introduced in our minds,which are quite valid.We have talked about them.

And third, “Advantages”.We have understood that If we choose Sales Career,then what are the advantages we get in life.

If we see the next topic, “Career in Sales” we have “Secrets to get success in Sales Communication”.

What are our Secrets ? that will lead us to success in Sales Communication.

If we discuss our first topic in this, which is “Understanding needs of a company”.

If you have understood the need of the company and if you work according to it then your chances to get successful increases.

But obvious ! Right?

So Usually ,What are the needs of the Company?

So , First of all we talk about “Numbers”.

“Numbers” ,of course in terms of finances we are talking.Right?

So foremost if we talk about “Return on Investment”.

If I have invested something then I will expect returns in future.

Now many people take this in a negative sense. That is paying one man's salary and getting four people's work done.

Every person thinks that he is given more work and he is given less salary. This is a justified thought I I but debatable and a long debate can go on.

So of course we are not debating on it.

But you think yourself. If you are a business person, you have invested in something, you have invested money so of course you have invested because you want more returns on that.

Will you invest on something which tends to stay at break even or it comes down?

No? Very good!

So,the employer who has hired you, if they expect more from you, even more than your salary, then even they are not wrong.

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I am not favoring them as well I am not opposing you as well.

But I am just trying to make you understand…

Any employer or any company will expect a return of investment from you.

The salary alloted for you is also a 'number' for them.

They positively want an output more than that 'number'.

First is "Return On Investment".

Second is " Sales and Prediction ".

Every Company decides that, this year it has to do a business of certain crores, now business of one crore in one year seems to be a lot of number.

So, they further break down the number into 'quarters'.

It will be divided into four quarters.

Now those quarters are redivided into one month.

It is to be decided more minutely that one month is redivided into 'per day' which is called DRR. "Daily run rate".

Daily I have to achieve this much target, this mu ch number.

That is why you have often heard people on the sales Line saying, " There is a lot of pressure! ", " Month end reached! "

You have heard all these words.

As they want to achieve according to the Sales Prediction and Sales expectation.

Accordingly, they are pushed for the 'target'.

So, that is how the company expects 'number' from you. So that they can achieve their predicted targets over the period of time.

Then comes "Survival of the fittest".

Today we will start something new, ten more Companies will start selling the same commodities upfront at a price lower than us.

So, until you are fit, until you can survive.

If you are not fit, you of course cannot even survive.

So to stay fit you continuously need to have a Sales Number.

Unless you are generating revenue, you cannot run your company.

How long can you bear losses?

How long can you compete with your competition by always losing?

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If you need to compete, you have to compete properly.

For this, you need to have a continuous sale coming.

For this, a number is expected from an employer through the company.

Fair Enough!

Next point is 'Behaviour'.

They expect not only Sales Number but behaviour as well.

In behaviour, first thing they expect is that whichever employee has joined the particular company, particular firm, he/she must be ethical.

They should not have any sort of vices in their minds.

"Intra team and Inter team player"

Now, you can be placed under a specific team leader.

Likewise there will be many team leaders in a particular company and under their leadership there will be many teams.

Right!

First, of all intra-team, that is, you need to be a good player within your team and you can ask and explain things within your team as well.

And this particular thing can be applied to other team members, You can approach them, ask and explain to them.

You should be 'this' candidate in the eyes of the company.

Right, in terms of behavior as well.

As, if you are not a team player, maybe ten TLs are working in a company ultimately they are working for the same company.

Isn't it?

So, don't quarrel among yourselves.

Right.

So, you need to be the best in your team and your behaviour should be professional, skillful with other teams as well.

And 'Positive Approach '.

Because, Challenges will always be there.

You will have many negative people talking around you.

But, you should always have a positive approach.

This would be Company's expectation from a candidate.

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Challenges - Companies have already seen many challenges that you have not seen.

People working before you have seen and faced challenges of the company.

But, if you take the situation negatively from that very approach, then you are not a right investment for the company.

So, the Company has invested in you in that, the company would also see that you are giving 'numbers', that's fine! But whether you have a positive approach or not.

So, this behavioral check also happens on you.

Whether you have a positive approach in any challenges, you face.

So, there is a second expectations.

Then under Understanding needs of a company, the third topic is ‘Brand Ambassador Image”.

A big statement has been made by (your name).

Isn’t it?

So , if I am representing any Company,then I am actually in that product or service or in that particular area I am the brand Ambassador of it.

Now if I don’t carry myself as a brand ambassador …

So, the company also expects that, if you go with any product or services then you represent it like a brand ambassador.

So , first of all you need to be presentable.

As you can see,no one will cast me in ‘Thumbs up’ or ‘Mountain Dew’ ad film because I am not that strong built like Hrithik Roshan, like Salman Khan, like Ranveer Singh.

Because they have got that strong , you know, physique since they even look good in the stunts and actions.

Right

Same here,If I don’t have any presentability regarding any product, services and concept then again to how much extent, good the product or service or the competitive price is , since my presentability was not upto the mark, my product will not be sold.

So the company expects an employee to be presentable as well.

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Second, is ‘Confident’.

None of the brand ambassadors should not fumble, stutter, none of the brand ambassadors should not look nervous,none of the brand ambassadors should not look confused.

So, if you want to carry the image of a brand ambassador, you must sound confident.

This is also the expectation of the company.

And Proud!

You must have pride inside your mind.

“That I am the brand ambassador!”

“This area is given to me!”

“I will establish the business of this area!”

“This team is given to me!”

“I will expand the business of this team!”

“This product is given to me!”

“I can develop and help the product to penetrate more!”

Always a proud feeling employee is a likeable one for any company.

 Right

So, As you know, If you have any queries or comments, click the discussion button below the video and post there. This way, you will be able to connect to fellow learners and discuss the course. Also, Our Team will try to solve your query.

The next will be “Understanding the needs of customers”.

You have understood the need of Company that is, to achieve success in Sales, Communication because it is set in your mind, how to represent what and what are the expectations of the company from me.

Now you will also understand the expectations of the customer.

Then it would be the best combination.

That we will discuss in the next topic.

Thank You!